Unusually for a CEO these days, at the time of writing some three years later, Mr Nayar is still in post and the HCL stock price appears to be doing very well. Perhaps there is something in what he says.

The core idea, I think, is this: employees are the company. They make the difference for customers. If they are happy, motivated and enabled to succeed, then a good customer experience may be possible. If employees are unhappy, unmotivated or not equipped to succeed, then nothing we try for the customer will really make much difference.

It is in our control

For those of us interested in customer experience transformation, this perspective offers another potential bonus: while we cannot manage our customers, we can and should manage our people. The challenge of working with our people to make things better for customers is in our hands, no-one else’s.

I believe that how company drives its people to make things better for customers indicates whether a company regards the customer experience as an overlay on their “core business’ of selling, shipping and service – or if their approach to customers reflects serious strategic intent.

“One advantage – perhaps a somewhat subtle one – of a customer-driven focus is that it aids a certain type of proactivity. When we’re at our best, we don’t wait for external pressures. We are internally driven to improve our services, adding benefits and features, before we have to.”

Proactive customer experience is a strategic choice

This idea of proactivity is the whole game, right there. Organisations which are serious about the customer experience proactively drive their people to seek to make things better before customers see reasons to complain.

Sure, there are companies which are doing good things by listening to customers and putting in improvements to fix things which customers don’t like. This work is valuable, and good, but it does not address the real challenge. If we simply fix things about which customers complain, then we are playing catch-up. We are saying, in effect: “we aspire not to make customers unhappy.”

The difference is in the bottom line. Jeff Bezos again:

“Proactively delighting customers earns trust, which earns more business from those customers, even in new business arenas. Take a long-term view, and the interests of customers and shareholders align.”

Customer experience is much more than fixing things for customers. It is about making a strategic choice to be proactive in making things better for customers, it is about reflecting this choice in the ways we guide and enable our people to make things better for customers – and it is about doing so because it is the most effective way to grow and sustain the bottom line.